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Try it, adapt it for your sales role, then come back to the site and tell us how it worked for you.

Not all selling techniques suit everyone.Sometimes you just have to see which ones will give you the edge. As always our aim is to give you ways to:

Make more money from sales

Develop your career

Enjoy selling

And, build a fantastic lifestyle for yourself because you have been willing to take action and increase your sales career skills.

All the sales training and sales tips you see here have been developed and proven by working sales people. I'm a working sales manager and the sales teams I manage and train depend on these selling techniques to make a good living, gain real job security, and enjoy selling.

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In this issue of The Sales Buzz

To read, see, or consider, the full newsletter open Back issue the Sales Buzz.

Recognizing the 3 modalities so we can use them

Then we looked at, talked about, and thought of, how to recognise and read the different modalities the customer was using as they processed the information.

To get the full lesson open Back issue of The Sales Buzz.

Last week you learned how to recognize and sell to a buyer that thinks in pictures. You saw the signs that indicate you should sell in a visual way, and now you know how to do that. If you don't, take a look at Last week's issue of The Sales Buzz.

When you're up to date

When you're up to date - Ready to click on - You can see how to sell to buyers that are in auditory mode.

You've read how they're thinking

Now you know how to spot how a buyer is processing the information you are telling and showing them, you can start to use it.

Have you ever had a row with your partner or a colleague?

You often hear people arguing and using phrases like:

You don't hear what I'm saying.

You don't see my point of view.

I think you...

You can't see..

You're not listening to...

Often the two people arguing are using different modes to process the information being communicated by the other person.

Last week we discussed how to spot people that are thinking in pictures while you are presenting your product to them.

...If you missed it go back and take a look.. ..It was good.. even though I say it myself.. (lol) You can get it by opening Last week's issue of The Sales Buzz.

Imagine someone thinking in pictures, arguing with someone thinking in words and sounds. As the visual thinker speaks they describe the pictures they see in their head.

As the auditory, sound maker takes in this information they don't use it to make pictures, they make words and sounds.

Phrases like, You can't see what you are doing to me!
From the picture maker come from actual pictures of the past, present, and future, that they are making in their head.

The auditory arguer literally cannot reform these pictures, they cannot see what they have allegedly done to the other person in the same way that person does. They hear the words and add their own words to them.

Also, the word hearer cannot keep up with the pace that the picture maker is speaking. Light travele faster than sound. Pictures are formed quicker than words.

To get your point across to the word maker you need to help them to make the words and sounds. Tell them your message, not show them.

They think in words and sounds, and they want you to do the same.

If you have a buyer that is thinking in words and sounds to process the information you give them, where are they looking.

Usually their eyes are looking at eye level. Maybe their head is cocked to one side to emphasise the hearing action.

...Look for the signs they're all there..

Their talking pace will be normal speed as if reading. They talk in sound and hearing related words and phrases. They will use phrases that start with:

Tell me... Sounds like... Hearing that... Talking of... Listen...

You talk in the same process they are using to process what you are saying.

...If you normally think in pictures, you might want to slow down a bit.. You could be too fast for them to hear the words and process them..

Talk about what you are selling. No point giving them a picture. They want to listen, not look. Phone calls may be more effective than emails.

If you are demonstrating a product keep it verbal. Talk to them about detail as you show the features. If your product makes a noise, great, that's what they want.

Ask them questions such as:
What would you say to...
Tell me how you would like...
Does it sound...

To bring in your sales literature to the conversation, read it to them. Discuss any diagrams or photographs. For a visually thinking sales person this can be difficult.

Where you would normaly say, Look at.... as you hand them a visual brochure you now need to use different sales language if you want to close the sale.

Try it, it might be uncomfortable at first, but if you can become good at selling to auditory buyers you add another 25% or more to your sales successes.

So what do you say when using sales literature

Talk through the diagrams. Instead of; See how... or Look at...

Use

Let me tell you... or It's loud and clear from this diagram...

When you use objects, literature, even the sales contract, make it comfortable for the buyer.

There will be points in the sales process where the buyer has to look at something, where they have to use their eyes. Make it easy for them. Give them time to read it. Just as you slow down slightly your talking speed to let them make the words internally.

Even with a picture they will take it in and process it with sounds and words. Give them time to complete the process. If they are making a decision whether to sign a contract they will make self talk.

It may sound uncomfortable to you but, if you have to give them a gentle nudge use auditory phrases and questions.

Like: Does that sound okay?

Crazy I know. Asking if a document that is not making any noise, sounds okay, but to an auditory processing buyer it will make perfect sense.

Actions to make this training work

Go through your sales meeting with a customer. Go over it in your mind, and change all the words and actions to suit a buyer that is processing the information with words and sounds.

Start reading people.
Whenever you're talking to people, watching interviews on TV, observing people, read them. Are they seeing pictures, using their feelings, or in hearing mode.

Selling to buyer's that are using feeling modes

I hope you have picked up ..Picked up ..Is that auditory or feeling... some interesting ideas that make you want more?

In the next issues we will look at how to sell to buyer's using the feeling modality.

In the meantime work on what you know so far. Now your eyes are open to how people think and process information, you will see it all around you.

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

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What do you think? Does sales training work. Has it worked for you? Have you seen it work for others?

Read this article at Sales training does not work and see what you think.

Leave a comment, write your own article, tell us what you think.

Mike from New York has sent in sales objections that are really topical in today's sales climate. With homes losing value, investments plunging, and job security on every buyer's mind, these sales objections can come up in any market.

Open the help overcoming objections page and put your sales sklls and experience to the test.

The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.